The Sound of Your Phone Not Ringing

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That silence you hear is the sound of your phone not ringing. Maybe you don’t want to pick up the phone and make your calls. Maybe you think you should have enough inbound to keep you busy. Maybe you believe social selling is going to generate more than enough leads. Maybe you … [Read more...]

Common Sales Objections: Interpreted and Translated.

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I speak client. Here is a translation to the objections you heard and what they really mean. “I already have a provider.” Translated: “Listen, I am really busy and you have done nothing to convince me that you are worth my time. Even though I am not in love with my current … [Read more...]

Do You Know How You Won?

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How did you win your last deal? Why did you win that deal? Was it because you had the lowest price? If that is your company's strategy that is a good and proper reason. But it isn't likely that this is how you won (even if you believe that price is what causes you to lose). Was … [Read more...]

Leads Don’t Hatch Themselves

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The dealership’s website told me to request more information about the automobile I was viewing by providing my name, email address, and phone number. It had two buttons I could choose from to indicate whether I preferred to be contacted by telephone or email. In a move that is … [Read more...]

5 Reasons Your Prospect Doesn’t Buy (And What To Do About Them)

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Yesterday I had a Facebook chat exchange with my friend, Chris. We were chatting about why people who know they need to change don’t buy when what is being sold will help them. Here are five reasons your prospective clients don’t buy and some ideas about how you can better serve … [Read more...]

Selling Is Conversations and Commitments

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When you boil selling down to its fundamental elements it is two things: conversations and commitments. This is as true for a complex sale as it is when you sell your teenager children on cleaning their rooms (or they sell you on why they haven’t). Prospecting is the act of … [Read more...]

Leading With Discounts and Offending Your Customers

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The poor salesperson that rang my doorbell had a wonderful deal for me. He said, “I have my trucks in the area over the next few days, and if you sign up for service, I can do it for half price.” I told him that I would accept his deal for half off the regular price, but then … [Read more...]

You Sell as a Peer

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If you believe you are a vendor, your dream client isn’t going to perceive you as their peer. They’re going to perceive you as transactional, as a commodity. Your dream clients have lots of vendors. The prospect of dealing with another salesperson who doesn’t create enough value … [Read more...]

7 Great Reasons to Disqualify a Prospective Client

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You always try to be everything to everyone. - Everclear You aren't everything to everyone. And they aren't everything to you either. You have limited time: You don’t have enough time to call on--or win--every prospective client you might serve. You have to ruthlessly … [Read more...]

Take the Path of Most Resistance

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Electricity follows the path of least resistance. So does water. And so do too many salespeople. Your very best prospects already have a partner who provides them with whatever it is that you sell. They trust that partner, and as far as they know, they are completely satisfied. … [Read more...]